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Category Archives: Business

Ways to Make Buyers Buy

1.Get a better font – if you are going to send your prospects an e-mail or brochure about your company, you better be sure that your font style is saying what you want. Studies show that ornate, cursive font styles often turn off prospects because of their perception that you are not efficient, or that you are slow. That is not something you would not want your prospects to think about you, right? In order for you to grab that sales lead, better clean up your letterings.

2.No Dollar signs, please – another turn off that has been seen in recent times is the emphasis of some people, especially those in business to be price conscious. They tend to become less willing to spend when they see a currency sign, or even a decimal point. Try omitting these (just make sure that you can clarify your charges easily with them) and you can get more prospects willing to spend on your business.

3.Engage the senses – sometimes, you just have to get to their senses. This is especially true if you are directing them to your business website. Facts and numbers are good, but if you can engage their senses, like their hearing, theirs sight, even their touch or speech, and you have more likely than not succeeded in getting your business leads.

4.Being responsive – prospects like it if the people they ask knows the answer, as well as answering promptly. By providing channels for your prospects to call you back (in case you missed them in your telemarketing call), you can get to their good side. You should give it a try.

5.Get a good story out – sure, business prospects like to see the number and the facts, but our brains are wired to put a story through them. If you can put your dots and dashes together into a coherent piece of an idea, in effect telling a story, then you will find it easier to get business to listen to what you are offering to them. Craft a content that they can relate to.

Sales Goals

These are the parts you need to put together your sales goals:

Know what you want. I mean know exactly what you want. You have to have an exactly defined target/goal, or you’ll just be flailing away only hoping you hit it.

You need to believe from the beginning you can achieve your goal. If you don’t totally believe with every fabric of your being that it can be made, it probably won’t be.

Once you believe your goal is reachable you must ingrain that goal by writing it down, and saying it out loud over and over again. You must do this every day. Yes, you may look and sound silly to yourself, but you will be the one laughing your way to the bank.

You need to know your numbers – it must be measureable. If you want to make $20,000 in commissions in a month, what will it take to get that?

How many prospects?

How many calls?

How many appointments?

How many opportunities of what value?

Your sales cycle may be 30, 60, 90, or more days. So, if your product’s average sale cycle is 90 days, it’s too late to set goals for this month. You need to think ahead.

Sales Homework -Get your numbers together. If you have historical data, that’s great. If not, find the top selling rep and use their numbers.

Sales Managers -This should be an exercise that gets reviewed on a monthly basis. Even if your goals are quarterly or annually, you need to make sure your sales reps stay on track. Go directly to the next lesson: Setting Sales Goals: Doing the math.

Here’s an example; we’ll assume the length of time it takes an average customer to buy your product is 90 days. The only thing you need to adjust if your product’s buying cycle is shorter or longer, is how far in advance you need to start planning.

I like to work backward in planning. First, I pick my number. This number has to be in pencil. After you go through your numbers you may need to change it. If the number is not realistic based on the data you have, then you need to adjust your expectations. Then I try to visualize what that success looks like; maybe buying a new guitar, fixing the house, whatever. I try to see it in my mind and really try to get emotionally involved.

Now I start to plug in the numbers I need to do the next 30 days, so that 90 days from now I will have $20,000 in commissions. Assume a 10% commission on sales:

525 Calls per month- 25 calls per day x 21 days

26 Good prospects which lead to

15 Opportunities which lead to

10 Closed deals at an average deal size of $20,000, which is

$200,000 in sales and

$20,000 in commissions.

Sales Homework -Walk through the goal-setting math using your numbers.

Sales Managers -Go through this exercise for all your sales reps. It’s best, and more efficient for you, if all the reps who sell the same product use the same formula. Go directly to the next lesson: Sales Goals: Get’em in writing.

Ways to Lose a Sale

1. Eat while talking on the phone! This will definitely help you lose a sale! Instead: Don’t eat while talking on the phone. This lends true to all telemarketers, quick follow-up calls, returning client calls-anytime you are on the phone with a prospect or a client, make sure your mouth is empty. Even chewing gum creates a distracting sound for someone on the other end of the line. When your mouth is full of food it becomes difficult to understand your words, the chewing sound is gross and annoying, and it is blatantly obvious that whoever you’re on the phone with is less important than your turkey sandwich.

2. Assume you know better than the customer. It never works when you act superior or smarter than the person you’re trying to work with. Instead: Practice excellent customer service! Listen to your prospect or client. Really hear what they like, don’t like, need and want. Follow their lead and allow them to direct the conversation. However, remember you are an expert in your field and know your services and products. After you completely understand your prospects needs and expectations, advise them on your product or service most suited to them. Have a two-way discussion, not a one-sided sales pitch.

3. Forget your manners. People are still offended by off-color jokes, bodily sounds and poor grammar.

Instead: Behave as if you’re on your first date. Do not offer your opinion on sensitive or controversial subjects. Do not belch or pass gas, even if you’re in telemarketing in a room by yourself! Your prospect should be treated with dignity and respect-they will return the favor. Use proper language; save the slang for hanging out with your buddies on the weekend. Remember, if you’re in sales or telemarketing, you’re also in customer service. Do not lose a sale because you are guilty of the afore-mentioned fouls. Sales executives must always follow the golden rule if they want to close the sale: Treat others how you want them to treat you. Now, go win that sale with exceptional customer service, I mean great sales tactics!

Design a Powerpoint Sales Presentation

Here are a few things to avoid in sales presentation design.

• Poorly structured stories

Killer stories are well-structured stories. If you’re noticing a rampant barrage of stories that don’t go anywhere, you have a clear problem. Your staff doesn’t understand how to build a story from the ground up.

• Multiple messages

Sadly, many PowerPoint presentations suffer from lack of clarity. You’ve seen it. Multiple messages do not focus an audience. They just produce a fuzzy blur. People aren’t sure what the point was.

• Bullet-point insanity

Showing everything in a vast ocean of bullet points is a recipe for distraction. Audiences struggle to connect with the key concepts. But they get lost in the endless onslaught of bullet points.

• Too much data

Some presenters redirect their information into different types of data charts. From pie charts to plotted lines…it can still overwhelm the audience without revealing any insights.

• Random illustrations

Seeking to balance all the bullet points, some professionals drop in photos, illustrations or cartoons at random. This might provide some visual relief…but it misses the point. Clip art is used by millions of presenters. Reusing illustrations that the audience has seen already contributes to boring presentations.

• Graphic clutter

A few presenters err on the other side of the spectrum. Graphics rule. Tons of charts, diagrams, photos, and examples for every single slide. This is different…but not an improvement.

Visual abuse throws the audience into a confusing swirl without telling a clear story.

What can you do differently to avoid alienating your audience? Transform the conversation. Use intelligent stories to structure your slides. Organize your message with pictures and words-so everyone instantly sees the point.

It’s not the fault of the software. It’s how we’re using it.

If you want to give dramatic and effective presentations with PowerPoint, use these few principles.

Transform The Story

Use a clear structure to organize your presentation story. Working with a presentation storyboard is one of the fastest ways to go from ideas to finished story. Even if you’re insanely busy and your presentation is in an hour, sketching out your essential flow will help you present with clarity and confidence.

Shift To Conversation

Tell and show your story. Make time for people to contribute ideas, share experiences and add to the discussion. While many professionals are schooled in one-directional presenting, expectations have changed.

Today’s audiences expect and demand interaction. If you’re used to presenting without encouraging participation, questions and exchanges, it’s time to stretch. Add interaction into the equation.

Add Variety

There’s nothing quite so boring as everything looking the same. If you’re in an organization that relies on PowerPoint presentations, stretch the envelope. Try different layouts. Experiment with unique ways to show information.

If everyone is using lists and bullet-points, take a different tack. Show your information with photos, pictures and diagrams.

If you have the opportunity, stretch even more. Insert a whiteboard conversation into the mix. Show a prop or model to explain ideas. Add variety within your slides…and within your entire choice of media.

Get Objective Feedback

Sometimes it’s challenging to stand out when the norms and standards are deeply entrenched. That’s when it’s smart to reach out and get objective feedback. Talk to a presentation coach. Talk to colleagues in other fields.

Find out what people are doing in other businesses, industries and organizations. The more you see what’s going on, the more you’ll recognize opportunities.

Methods of Lead Generation

Now, what are these methods?

First in the list is telemarketing, which is also known as cold calling. Even though a lot of people are not happy with cold calling services and have registered to do-not-call list, the phone remains to be the most powerful tool to generate sales leads. It can perform the most direct and flexible approach in the job.

Live seminars are a good idea. They provide you the chance to advertise the latest product and services that you may want to offer. This is also a good means for you to increase your market visibility by organizing these events. In this way, more people will be aware with what you are offering. It can also help create a professional impression on your prospects about your company.

Print advertising also plays a huge role in the lead generation process. If done correctly, then it can be a very effective tool in reaching out to the most number of prospects. You can create presentable and professional print advertisements about your company and what you are capable of doing. Of course, this will all depend on just how good is the publication company you hired. Choose the wrong company, and you will end up with a greater marketing headache.

Trade shows are also a great medium. They are very effective in generating the sales leads that you will need. These events will not only attract the attention of the prospects, but these can also be venues where you can actually make a sale. The important thing here is that you make your business presentable and attractive for them. This can make all the difference between a successful sale or not. This is also a good way to generate quality sales leads for your company’s marketing team to follow up.

The next method that you can use is a business referral system. This is possible if you can provide your clients with good services. If your clients are happy, then they will spread the word about just how great you are. This may sound too simple, but you will not believe just how effective this can be.

Last but not the least, there is the internet factor. The world of online advertising can be a great avenue in generating sales leads. It may take some time before any results come in, but if properly done, and with the right methods employed, it can assure you of an excellent flow of sales leads for you to use.

Contradiction of Low Sales And High Profits

In 2010 the sales of motorcycles for Harley-Davidson have dropped – this being the third consecutive year. It does not seem likely that a change for the better is in the offing. But despite the dry spell, the profits for the company are increasing – in fact it is soaring. Very recently profit of $71 million was reported during the second quarter – it being three times more than the previous year during the same period.

Apparently dropping sales and increasing profits seem to be a contradiction. The mood in Wall Street is bubbling in sharp contrast to the gloom in families facing unemployment that is giving no indication of retreating.

Many firms are concentrating on cutting costs to keep the profits swelling. The benefits are generally being reaped by the shareholders; nothing is diverted to the general economy as the businesses save cash without propping up either hiring or production.

For instance Harley has declared that it will cut jobs by more than 1,400 or 1,600 by the close of 2011. Last year 2,000 jobs have already been sliced off – it being over a fifth of its total work force.

The firms reporting their earnings for second quarter show they have reaped neat profits that have given a boost to the stock market. The index of Standard & Poor has gone up by 7%. But grave questions are being posed about the roots of these profits and the growth sustainability. Fingers are also pointing at more than 14 million unemployed who are desperately hanging around to join work hoping for economic recovery.

Robert C. Pozen of Harvard Business School and formerly of Fidelity Investments said, “Because of high unemployment, management is using its leverage to get more hours out of workers. What’s worrisome is that American business has gotten used to being a lot leaner, and it could take a while before they start hiring again.”

Many of the business concerns, inclusive of Harley-Davidson are laying the foundations for a tomorrow where they will prosper despite non-recovery of sales. The goal is to perpetually stay in a position that will churn out rich profits on a base of low revenue.

Looking at it from a different angle it seems USA has an edge in global competitiveness by being able to hike profits while facing drop in sales. It is some sort of a triumph. The real problem is that the profits are not being ploughed back into the economy; rather cash is being piled up to high levels – breaking records of the past fifty years.

 

Important for The Success of Salesperson

Our sales training experts have been “the fly on the wall” for a considerable number of sales teams all through their sales negotiations. As the consequence of these observations, they’ve discovered three criteria that are crucial for the success of your salesman. This posting describes the three factors as well as the explinations behind them.

The first thing is what potential buyers and sellers talk about during the selling discussion. The question of who speaks most throughout the discussion is relatively unimportant. The effective sales man makes it her purpose to discuss with the buyer about the products he wishes the customer to buy, and he’s all set to take as long as is necessary to go over the issues.

Fundamentally, there are two sorts of discussion – sales discussions and non-sales discussions. During selling discussions, the parties involved focus on commercial matters they usually talk first and foremost the topics, which the salesman raises. In non-selling discussions, sellers and potential buyers discuss a lot of things, but not about the products or issues, which are at the center of a business arrangement. They discuss the deliver date or invoicing arrangements; they have a chat concerning the client’s taste in motor vehicles or perhaps the football game played the prior weekend.

Where side issues are permitted to grow to be the key area of the discussion, the orders are commonly small, or there may not even be a purchase. Not surprisingly, it’s true there are generally problems or questions to be dealt with, and it is frequently impossible to stop the prospect losing himself in small talk. Having said that, the sales man who is mindful that he’s to concentrate on the products understands the best way to kill off the small talk speedily, to be able to spend his time on negotiating a sale of the goods.

Psychologically, what is happening is that when a salesman makes a call, he is creating a demand on the client’s time and attention. The buyer makes a decision as to how important the sales man’s call is, just how much time to spend on it and how best to make use of that time. If the prospect recognises that a sales man is aware of his business and can be trusted, he will get down to business as quickly as possible.

If she feels that the salesman does not know his job or is in any way unreliable, then the buyer who does not want to negotiate or to place an order usually uses the time to eliminate some of her own pent-up frustrations, as an example with the Finance Department in his company or maybe with her very own customer. She talks about tiny issues, and skirts around the main issue, namely the purchase.

All the sales people observed by our sales training professionals planned their journeys and routes extremely carefully. However, the big difference in how effectively salespeople manage their time commences the second they walk through the customer’s front door.

It really is extremely unusual for a sales man to be received without waiting. The issue is, how long does a sales man wait around or allow himself to be kept waiting? Many salespeople wait patiently for 20 to thirty mins, until finally the customer brings them in. Sadly, in these scenarios the discussion generally results in a small order only, or it may not generate an order at all.

A rule of thumb is always that the longer the buyer lets the salesman wait, the much less interested he is in the discussion. On top of that, as the waiting time lengthens, so the salesman’s feeling of self-worth and self-confidence gradually evaporate.

The intelligent successful sales man for that reason won’t wait for a longer period than 5, six or seven minutes, then he seeks out the client’s secretary and reminds her that he has an appointment. Either the client agrees to see him straightaway – which is frequently the case – or he rearranges the appointment for the same afternoon or even the following day.

The outcome of the discussion frequently depends on how a sales man reacts to interruptions. A lot of sales men find themselves in the situation in which the discussion is repeatedly interrupted, frequently for extended periods of time at a stretch.

The sales man who sits there patiently and puts up with the many interruptions is almost never rewarded. The successful sales man refuses to go along with this waste of her time. After a handful of interruptions, he finds a method to break off the discussion politely. Generally the prospect is only too happy to go along with the suggestion that the discussion ought to be put off till another day.

A great number of salespeople assume that the results of the 1st visit in the morning signifies how the rest of the day will turn out. Interestingly, this prediction is typically correct. Having said that, in such cases cause and effect are being confused. Of course every discussion which does not produce a purchase, especially very first thing in the morning, has the effect of depressing the sales man’s spirit. A poor sales man asks himself whether, after all, he’s really in the right frame of mind for selling today. He has already started to lose interest plus the desire to succeed.

Our sales training experts remark that in all of the negotiations they observed, it was only the poor sales men who give up trying throughout the rest of the day, if the outcomes of the initial call were disappointing. The effective salesman shakes off an earlier setback, and sets about his next calls with just as much enthusiasm and motivation as he made the very first. Often it is the case that the very first success only happens towards midday, after two or 3 unsuccessful calls.

A strong sales man can also be recognised by the fact that he regards his lunch break only as an unavoidable interruption in his selling activity. He’s content with a quick sandwich, and quickly gets on the road to see the next customer. The bad sales man, on the other hand, constantly wastes loads of time over the lunch period grumbling about the manner in which the day is going. When he finally gets back on the road once more, he has talked himself into not expecting a great deal to come out of the afternoon’s calls – and he usually proves himself correct.

So, in conclusion, you will find three essential differences in the habits and actions of the effective sales man. These behaviours can be learnt by being on a good sales training course.

Employing Telesales Staff

The job market is tough at the moment for people looking for telesales jobs. Employers may find that, although the number of applicants can be daunting, the situation can actually be used to their advantage. With more people applying for jobs in general, applicants of telesales jobs has increased, so there are more people to choose from. The perfect candidates are looking for telesales jobs right now, the trouble is just sifting through the misspelt C.Vs to find them.

Here is a guide to finding the right people to fill your telesales jobs, whether they are abroad or in the UK. Advertise in relevant places. Advertising for professionals alongside non-professional jobs on the official job centre website or in a newspaper may produce more responses, but many of these will be timewasters. Consider advertising your telesales jobs through a specialist recruitment agency, who will show your position to a targeted suitable audience, saving you time.

If you are advertising telesales jobs abroad the internet is the easiest way to reach a worldwide audience. Telesales relies on personality. If you are personally looking through candidates’ C.Vs, or carrying out interviews, you’ll want to observe that they have the right attitude. Try to find someone positive and self-motivated with ambition. Good communicators who think like a business owner should fill the best telesales jobs. If interviewing, ask open questions and give the interviewee time to speak.

Marketing themselves in an interview isn’t too dissimilar to marketing a product or service over the phone. Voice is important in telesales, so if you are interviewing potential employees on the phone or in person take note. Listen out for a clear voice; an articulate speaker with a way with words. They must speak happily and enthusiastically, and you should enjoy speaking to them, as you want potential customers to feel happy and at ease when your employees are making calls to them.

Relevent experience. It sounds obvious but if you are lucky enough to have a decent response rate to a job advertisement then you may as well choose someone with relevant experience and references to back them up. In telesales roles in general, personality should be put before experience. Although of course this depends on how much training you were hoping to give to a new employee.

The details. What is the earliest date they can start? This is particularly important to telesales jobs abroad, which may involve the candidate needing a visa, accommodation and time to set up a whole new life. If the telesales jobs are not abroad, encourage the interviewee to question their transport to work if they don’t drive, such as “have you found out about the public transport? Is it feasible for you?”.

You don’t want unprepared employees who will leave a short while later, once the commute becomes a harsh reality. Get it right first time. Wasting your time training an unsuitable member of staff only leaves you in the same situation in a couple of month’s time when they leave, so it’s better to get it right sooner rather than later.

The Benefits of a Wholesale Dealer

The benefits that a wholesale dealer gets vary from one dealer to another though some of these benefits do become common to some of them. It is important to take note, however, that these benefits could be attributed to two factors, the manufacturers and the resellers or retailers.

One of the benefits of a wholesale dealer is that you get to provide consumer products such as cellular phones to the buyer in your business. In this case, the buyer is your retailer or reseller. You get to purchase from manufacturers and the end-result is that you provide these consumer products to retailers directly. These retailers or resellers need not worry if they will be able to get or acquire different products from the manufacturer because you are the primary reason why they have these things and are able to provide to the direct masses or people.

You might have been wondering why is it that retailers or resellers do not make direct transactions and they need to rely on wholesale dealers. The primary transaction that retailers do involves minor selling and these retailers usually buy in small quantities. Since the purchases that they make are in small quantities only, they cannot afford what manufacturers require when they sell their products. This is where wholesale dealers come into the picture. You serve as the middle man in this type of business and you are the answer to the retailers’ prayers in making sure that they will be able to purchase items even in small quantities.

Wholesale dealers transact businesses to a big number of buyers or retailers thus they are able to sell a large number of the items that they buy directly from the manufacturer. This allows wholesale dealers to buy from the manufacturers in bigger quantities. The wholesaler in return is able to sell the products at lower prices for each item thus allowing retailers to keep their prices competitive. This is also where retailers offer their loyalty to wholesale dealers because of the opportunity provided to them.

The other benefit that a wholesale dealer gets is opening up the market for manufacturers to smaller retailers. Suppliers or manufacturers do not easily penetrate the smaller market because on how they mainly do their business. As mentioned earlier, these manufacturers sell big to wholesalers and retailers are often left on the side because they could not afford the deals set by these manufacturers. Since the solution provided by wholesale dealers are extremely great, the products reach out to the market and may even extend to places you wouldn’t think possible. Apart from that, if the manufacturer has a new product, this could be introduced to the market easily even if the retailer could not afford bulk orders because the wholesale dealers are here to perform that job.

The manufacturer in return exerts less effort in terms of marketing campaign for the product to be sold because the wholesale dealers are able to perform this job. It creates less effort on the part of the manufacturer but bigger selling probability on the part of the smaller retailer.

There are more benefits that a wholesale dealer could get but these are the most important ones that are worth taking note of. As a wholesale dealer, you have two important customers and taking care of these two customers will bring you far and successful to your business.

Secret of Clients That Must Know to Increase Sales

Here is a checklist that you must keep in mind before every sales conversation. It is applicable to all sales conversations whether you are a coach, consultant, travel agent, or plumber. When giving estimates for a particular service, enrolling clients into your programs, or selling valuable products to clients, you must keep these in mind to increase your sales conversion:

1. Do your clients see you as a Problem Solver? This is the #1 Secret Thought your potential clients are having about you. If your potential client is convinced that you have the best solution to the problem they need solved, then they will put their money down and hire you. If the solution you offer has no urgency or is something that they can delay to another time, then they will say no.

2. Do your clients see you as an expert? When talking to you, clients are secretly assessing your knowledge and commitment levels. They must see, hear, and feel your confidence in and passion for what you do. If you are distracted or lackluster in your communication with them, you will not get the sale.

3. Are you present, listening, and understanding? Your clients are looking to see that you have their best interests at heart and that you truly care about them and the challenges they are facing. You must remain completely PRESENT with them. Every human being has a fundamental desire to be heard and understood. When you are present, sincerely listening and understanding your clients, they will be attracted to you like magnets.

4. Are you committed to excellence in customer service? Another secret thought your potential client is having in assessing you is how well you will treat them if they become a paying client. How you treat them in the sales conversation is an indicator to them of how committed you are to serving your clients/customers with superior customer care. Are you warm, receptive, and enthusiastic, or thinking about your to-do list when they are talking? People can intuitively tell how you will treat them.

So, the next time you are going to have a sales conversation with a potential client, make sure you take a few moments to go over this checklist and give yourself a few moments of silence to center yourself and become fully present for your client and start increasing your sales and helping more people in your business!